(Episode 465; 13 minutes 53) If your approach to sales is to relentlessly churn through prospects in your opportunity funnel, you might be missing the point. Kirsty Spraggon, professional speaker and author of "Work as if you own it" says it's not about numbers anymore, it's a softer sale where building trust is key.
With this in mind she has identified three key principles to apply when building relationships with prospective customers. They are:
1. Apply the 80:20 rule
2. Be aware of the incubation period
3. Use various touch points
Listen to the podcast to hear Kirsty explain these points in detail.